Report Section
Sales Potential - B2B (Experienced) 1002
Test Taker Details
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Email Address: xyz@mettl.com
Response Style
Response Style Genuine
Explanation of Response Style:
Genuine
If questions are answered in a sufficiently varied manner.
Social Desirability
If questions are answered in a socially desirable manner for more than 60% of the questions.
Central Tendency
If more than 60% of the questions are answered as ‘neither agree nor disagree’.
Acquiescence
If questions are answered in a ‘strongly agree’ or ‘agree’ manner for more than 60% of the questions.
EXECUTIVE SUMMARY
Your Sales Personality Style
The Farmer (Relationship Builder)
Harvests deals by nurturing existing clients, keeping customers happy, and cross-selling; generous with their time, strive to meet customers' every need, and work hard to resolve tensions in the commercial relationship.
Recommendation based on Sales Knowledge
Recommended
Strengths
Overcoming Objections
Very High
Impression Management
High
PreQualifying
High
Areas of Development
Closing
Moderate
Influencing and Convincing
Moderate
Presentation
Moderate
Recommendation based on Sales Personality
Moderately Recommended
Strengths
Customer Service Orientation
Is highly efficient at understanding customers' needs and requirements and respond in an appropriate and prompt manner.
Ego Strength
Has a positive and healthy sense of self and is resilient and motivated to persevere even after facing rejection.
Stress Tolerance
Is optimistic and resilient and can cope well in stressful times.
Red Flags
None
Areas of Development
Influencing Others
Needs to develop convincing and influencing skills.
Service Motivation
Needs to focus on closing sales and to get things done in a timely and right manner.
Logical Thinking
Needs to carefully look for information, past data, patterns, trends and to efficiently analyze the missing pieces. Needs to proactively identify the cause-effect relationship between two aspects of a situation, or the pros and cons of the situation.
YOUR SALES PERSONALITY STYLE
1
The Farmer (Relationship Builder)
Harvests deals by nurturing existing clients, keeping customers happy, and cross-selling. You’re guaranteed a lower churn rate when you have talented farmers focused on consulting and renewals. They are generous with their time, strive to meet customers' every need, and work hard to resolve tensions in the commercial relationship.
Common Traits
• Caring
• Good Team Player
• Good Listener/Mediator
• Empathic/Recognizes the needs of others
• Helpful
Potential Blind Spots
Key Motivators
Organizational/ Role Fitment
SALES KNOWLEDGE:
Values shown in above chart are percentages
1. SALES KNOWLEDGE:
PreQualifying: High
Likely to seek out information and look for new sales possibilities. Has the ability to assess the level of interest of the prospects and knows how to approach them accordingly.
Impression Management: High
Likely to be skilled at recognizing the importance of first impressions. Can develop a sense of mutual respect and rapport with clients. Likely to be able to display an attitude of sincerity.
Presentation: Moderate
Has the ability to sometimes identify client needs. Likely to be moderately confident while explaining the features of the product/service to the client, according to their expectations.
Overcoming Objections: Very High
Likely to be very patient and calm when dealing with and answering to clients' objections. Extremely likely to be persistent and optimistic when facing resistance from clients.
Influencing and Convincing: Moderate
Likely to be an average negotiator. Can sometimes be persuasive when interacting with clients. May occasionally be able to convince the clients about the benefits of the product/service.
Closing: Moderate
Is moderately skilled at accurately analyzing the situation and judging when to make an attempt to close the sale. Has the ability to successfully lead the sales process to a mutually beneficial conclusion occasionally.
SUCCESS DETERMINANTS IN SALES PROCESS
Empathy:
Empathy is the ability to sense the feelings of other people by imagining themselves in others' lives or others' situations.
Values shown in above chart are percentiles
2. Empathy:
Empathy: Moderate
Often likely to be able to recognize and understand others' needs and feelings by being fairly attuned to people's emotions. Is somewhat amiable and considerate of others’ feelings when making decisions and can at times accurately assess people's motivations and passions.
SUCCESS DETERMINANTS IN SALES PROCESS
Ego Drive:
Ego Drive is the inner need to persuade another individual as a means of gaining personal gratification.
Values shown in above chart are percentiles
3. Ego Drive:
Ego Drive: Moderate
Is intrinsically motivated and sometimes capable of persuading others. Has a fair tendency to seek out challenges and sometimes likely to perform optimally. Has a fair positive outlook and is often optimistic about being able to convince people. Occasionally seeks gratification from achieving goals.
SUCCESS DETERMINANTS IN SALES PROCESS
Ego Strength:
Ego Strength is the ability to be resilient to bounce back from rejection and be even more motivated on future attempts.
Values shown in above chart are percentiles
4. Ego Strength:
Ego Strength: High
Is resilient and motivated to persevere even after facing rejection. Has a positive and healthy sense of self and tends to like and accept oneself. Has a dynamic and free personality which enables optimal performance.
SUCCESS DETERMINANTS IN SALES PROCESS
Service Motivation:
Service Motivation is an inner need to come through for others – and to be appreciated by them and to get things done in a timely manner.
Values shown in above chart are percentiles
5. Service Motivation:
Service Motivation: Low
Does not have a strong inner need to come through for others and to be appreciated by them. Less often likely to get things done in a timely manner and may not always display an attitude and conviction to get things done right. Does not always seek gratification from closing sales.
SALES PERSONALITY
Self-Management:
Values shown in above chart are percentiles
6. Self-Management:
Self-control: High
Likely to be attuned to one’s emotions and feelings, is capable of handling one’s emotions and controlling impulses during tough times. Remains calm and poised; and doesn’t get frustrated, when under pressure.
Self-confidence: Moderate
Often likely to be capable and efficient, having confidence in one’s own skills and abilities. May at times come across as an independent and assertive individual, with a fair ability of taking initiative and guiding others during challenging times. May occasionally be open and willing to work in situations involving uncertainty and risk.
Stress Tolerance: High
Likely to deal effectively with pressure by being calm and composed and not getting discouraged by setbacks, putting sufficient effort to ensure timely and efficient completion of tasks. Likely to remain optimistic and not give up even if unsuccessful in some deals. Can actively cope with workplace stress.
Achievement Orientation: High
Likely to be comfortable handling tasks that involve risks. Is intrinsically motivated and driven to achieve excellence. Likely to set high standards for self and others in the team. Strives to work out of his/her comfort zone. Does not rely on others to set deadlines and standards, instead, take his/her own call. Likely to maintain high standards which keeps customers happy. Good at meeting deadlines and likely to stay ahead of the competition.
Learning Agility: High
Likely to have the ability to reflect on experience, to learn from one's own and others' successes and failures and to use this learning in future. Is willing to seek out challenging experiences and opportunities to develop. Likely to have the ability to apply new concepts, strategies, behaviors and knowledge to novel problems and not just sticking to conventional approaches.
SALES PERSONALITY
Managing the Sales Process:
Values shown in above chart are percentiles
7. Managing the Sales Process:
Result orientation: Moderate
Often likely to have a responsible attitude at the workplace. May occasionally work actively to ensure desired results without compromising on the quality of work. May at times try to bring perfection and precision into one's work. Has a fair ability to utilize available resources in a profitable manner. May sometimes set challenging goals for oneself and others.
Process Planning and Execution: Moderate
Has a fair ability to distinguish between points and can sometimes put across one's opinions using coherent perspectives. Occasionally likely to be good at planning processes and strategies. Often likely to take end to end ownership of team goals. Sometimes likely to provide support by removing any obstacles and getting the team to continue with the same zeal and enthusiasm. Often likely to provide delegation, direction and resources to team for executing the plans. Usually monitors progress against goals and deadlines.
Taking initiatives: Moderate
Often likely to be open to new experiences and opportunities and is capable of taking new initiatives at the workplace. Is fairly flexible and self-driven when dealing with novel ideas. Can occasionally express one's own views and convince and direct others when needed.
Information seeking: Moderate
Often likely to be efficient at methodically gathering and organizing information and facts needed for solving work related problems and making effective decisions. May occasionally work at keeping oneself up to date by seeking out opportunities to acquire more knowledge, exploring new ideas and being somewhat characteristically self-disciplined and motivated.
Perseverance: Moderate
Often likely to be determined to set high personal standards and to achieve results. Fairly likely to maintain balance and calm in the face of adverse conditions, to overcome problems. At times, focuses on channeling effort towards achieving goals. Occasionally accepts responsibility for 'owning' challenges, structuring tasks, implementing plans, completing projects to meet customer and business requirements. Is fairly flexible, sometimes works hard to achieve the desired outcome in different circumstances.
SALES PERSONALITY
Managing the Customer Relationship:
Values shown in above chart are percentiles
8. Managing the Customer Relationship:
Networking with people: Moderate
Often comes across as a warm and friendly person, having a mild interest in socializing and establishing contacts and relationships to develop work opportunities. Is fairly skilled at building networks and using them appropriately for professional growth, by occasionally being confident and accommodating in social situations.
Influencing others: Low
Less often likely to effectively persuade others to take desired action. May not be able to identify and utilize the factors that might influence others to take a particular action. Less likely to be able to convince others or be a tactful negotiator.
Customer Service Orientation: Very High
Has a strong ability to deal with customer queries, requests and complaints. Extremely likely to be able to identify potential clients and provide quality service to current clients. Likely to efficiently understand and deliver according to a client's expectations and requirements. Likely to be always willing and able to modify one's work style and adapt as per the clients.
SALES PERSONALITY
Business Acumen:
Values shown in above chart are percentiles
9. Business Acumen:
Market Awareness: Moderate
Often likely to enjoy intellectual pursuits and occasionally seeks out opportunities to acquire more knowledge and understanding of the business needs. Often demonstrates interest in understanding the business processes and environment. Is fairly driven and at times aspires to achieve significant results by being proactive and deliberate, sometimes working towards seeing how the customer’s requirements can be met and which solution fits into their needs. Is fairly competent and organized and may systematically plan for projects. Often scans the market conditions, economic environment, competitive landscapes and understands their impact on the organization's overall goals.
Strategic Alignment: Moderate
Likely to occasionally develop networks and builds alliances; occasionally collaborates across boundaries to build strategic relationships and achieve common goals. Likely to at times implement strategic objectives and occasionally develops metrics to assess attainment of work unit goals. Often likely to develop project teams and sometimes staffs plans based on strategic objectives. Often likely to ensure that the team objectives are consistent with strategic plans. Often likely to align strategic goals, the business model and processes and the company's culture with key business purpose and core values.
Brand Building: Moderate
Often likely to enhance the brand's equity by communicating positively with customers about the products and services, and by sometimes providing timely and efficient assistance to them. Often likely to maintain the brand's position by occasionally exceeding customer expectations by applying a fair understanding of what customers need and value.
SALES PERSONALITY
Leadership Skills:
Values shown in above chart are percentiles
10. Leadership Skills:
Team Management: Moderate
Often likely to effectively manage team. Occasionally guides team efforts, tracks team progress, sometimes anticipates roadblocks and at times changes course as needed to achieve team goals. Occasionally sets and communicates clear goals for the team. Partially able to understand the individual differences and provides personal coaching, mentoring, training and uses learning and development approaches at times. Occasionally motivates and encourages team members to learn. Somewhat likely to be attuned to one's and others' emotions and may be capable of understanding and listening to other's problems. At times, provides meaningful feedback to team members to keep them on track toward common goals.
Negotiation and Persuasion Skills: Moderate
Likely to be fair at negotiating with and influencing others. Often likely to effectively articulate one's position and occasionally helps others understand the underlying issues and concerns. Likely to be fairly creative, at times thinks 'outside the box' to identify alternative solutions that meet the needs of all stakeholders such as customers and peers. Often likely to develop and use subtle strategies to persuade others, sometimes even in sensitive or high pressure situations.
Consultative Problem Solving and Decision Making: Moderate
Often likely to analyze problems effectively through brainstorming and sometimes makes appropriate decisions without missing deadlines or causing delays in service. Often likely to develop creative and effective solutions despite the absence of information and short time-frames. Often likely to solve problems and at times takes decisions through consulting other team members. Occasionally predicts the outcomes of alternatives to solve problems by consulting team members. Often likely to appropriately address the inter-relationships between issues.
Leading by Example: Moderate
Often likely to lead by example through modeling desired behavior. Often likely to operate professionally, occasionally encourages professional standards in others and addresses any breaches. Often likely to 'walk the talk' and sometimes likely to become a person others want to follow. Occasionally likely to set the right example, at times demonstrates character and sometimes creates a winning culture so that people feel confident about themselves and their work.
TOP CAREER MOTIVATORS
1
Recognition and Appreciation
Likely to be encouraged by public recognition and acknowledgement for work done. Likely to seek approval from various sources at the workplace.
Probable Disadvantage
How to keep the person motivated?
TOP CAREER MOTIVATORS
2
Affiliation and Social Contact
Likely to be more interested in work that requires one to be connected with other individuals of a group. Enjoys interacting with people at the workplace.
Probable Disadvantage
How to keep the person motivated?
Test Log
Test Log
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Started the test with Personality Inventory
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Finished Personality Inventory and started Sales Knowledge of the test
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Finished Sales Knowledge and started Customer Focus of the test
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Finished Customer Focus and started Abstract Reasoning of the test
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Finished Abstract Reasoning and started Motivation Inventory of the test
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Finished the test